From Subscription to Hybrid Models
Aurora Solar is a leading SaaS company that helps solar installers design rooftop systems using satellite imagery, aerial data, and AI. As the company expanded its product portfolio, it evolved from a pure subscription model to a hybrid credit-based model, allowing customers to pre-purchase credits and pay based on usage.
But as Aurora’s offerings and customer base grew, its internally built credit service model could no longer keep up. Managing credits required engineering intervention, slowing time to market for new SKUs, promotions, and pricing changes. Seeking a scalable, flexible solution, Aurora partnered with Continuous to fix quote-to-cash and prepare its revenue systems for growth without rebuilding.
Proprietary Tools Weren’t Built for Current Objectives
Aurora’s growth exposed limits in its homegrown credit service model, the system that connected product usage, billing, and finance.
- Operational lag: Pricing or SKU changes required engineering effort, taking 2–3 weeks for promotions and up to six weeks for new SKUs.
- Manual fixes and rework: Short-term workarounds created inconsistencies that complicated billing and revenue recognition.
- Audit friction: Finance teams had to manually trace data across multiple systems, creating complicated audit maps just to prove accuracy.
- Scalability limits: As Aurora added new products and pricing models, its internal systems could not evolve at the same pace.
“Our credit service model worked fine early on, but as we grew and added products, it became brittle. We couldn’t move as quickly as we wanted to react to market conditions.”
– JC Reeves, Head of Revenue Operations, Aurora Solar
Delivering Flexibility, Visibility & Scale
Aurora turned to Continuous Revenue Fabric to modernize how usage and credits flow through Salesforce and finance systems. Continuous connects Salesforce, billing, and finance data in real time, creating a unified, automated foundation for hybrid revenue models.
With Continuous, Aurora is able to:
- Operationalize hybrid models by managing subscriptions and credit-based usage directly in Salesforce
- Enable pricing and SKU agility without pulling engineering away from product development
- Strengthen finance alignment with accurate, ERP-ready billing data that supports auditability and revenue recognition
With Continuous, Aurora Solar built a revenue ready foundation that connects sales and finance, gives teams the flexibility to adapt faster, improves customer visibility, and enables scale without added complexity.
From Purchase to Partnership
“We weren’t just looking for another tool. We wanted a solution that could scale with us, a partnership, not a widget”, says JC Reeves. Although implementation is still underway, the impact is already clear:
- Faster go-to-market execution: Pricing and product updates that once took weeks are now expected to take days, improving agility.
- Simplified finance operations: Aurora is eliminating manual work and strengthening its audit trail with standardized, connected billing.
- Scalable foundation: Continuous gives Aurora the flexibility to evolve its revenue models and maintain real-time visibility across Salesforce and NetSuite.